Panel Discussion: What can IRPs learn from the Sell Side?

We recently published a report on the current differences in operational and commercial models between IRPs and the Sell Side. In reaction to the interest in this topic we hosted a virtual panel discussion to examine the issues raised in more detail.

Our panellists hailed from both the UK and USA and from the IRP community and the Sell Side:

• Peter Holmes, COO, Absolute Strategy Research
• Nicholas Mather, CEO, TS Lombard
• Courtney Oldham, Managing Director, Capital Alpha Partners
• Simon White, Co-founder, Variant Perception
• Chair: Cath Rawcliffe, VP, Sales and Marketing, Singletrack

The panel session covered:

• Differences in client strategy (segmentation, aligning service effort to revenue, matching interest to content etc)
• The pros and cons of bundling of research and analyst time
• New product sets and new content (ESG, alt data etc) - how fast can firms move, do sell side firms have the edge here?
• Using technology to target prospective clients - is there a difference in scale and approach?